BY: Dawn Morgan
Vice President, Benefit Indemnity Corporation
Phone: 443-275-7412
Email: dawn.morgan@benefitindemnity.co
A meeting or presentation with a prospective new client can be daunting. Each of us has our own methods of approaching. Over the past 30 plus years, I've accompanied many brokers and have seen a wide variety of successful formulas. But one thing rings true to all, and that is, the power of two. There are several reasons that going alone is not typically your best bet.
We are human, and many of us have heard the fact that the reason most people forget a person's name is because we are so worried about what we are about to say, that we often don't register this information when a person is introducing themselves. This inherent weakness can extend further into the conversation. Amidst our presentation, we may miss a key word, phrase or otherwise, spoken by the prospect or client, that leads to a misunderstanding in their needs or wants regarding their benefits. A second set of ears can help assure clarity between you and your client.
We also each come with different experiences which have us interpreting the same thing in a possibly different way. What one person may hear as an objection; another may see as a request for more information. A second viewpoint can be sure that the response is appropriately handled.
There is also the difference in what each person brings to the table. As a broker, relationship building and establishing trust are critical in making a sale. But as a representative of multiple products and carriers, it's impossible to be an expert on everything. That is something that I learned from our former business partner and good friend, the late Jim Ehrich. Early in my career, I wanted to learn and understand everything, at an expert level. Jim told me, your value is becoming the best you can be at one thing. I took his direction, and self-funding became my niche. As a broker, bringing the product representative along on the appointment only furthers a level of trust in you from your client. Admitting we don't know everything is the key to success. Jim also taught me, you don't have to know everything, you just must know someone who knows what you don't. Clients will respect that you bring along someone you can confidently answer the detailed questions that are understandably not possible for you as a broker to have memorized. It also reduces your to-do list for follow up if the questions are answered all within the appointment.
And lastly, in the words of Ursula from the Little Mermaid, "never underestimate the importance of body language." While one person is speaking and presenting, one of the most important roles of the second person is to sit quietly and watch the body language and non-verbal cues coming from the prospective client. When we are not speaking and only focused on that, it's easier to see in a person's body language, eyes, expressions or otherwise, when they are uncomfortable, confused or uninterested. This can allow the second person to utilize a pause in the presentation to redirect the conversation in a way that alleviates any of the above postures that may inhibit a sale.
At Benefit Indemnity, we are here to be your number two in whatever capacity you choose. We adjust to suit the desired approach from each of our brokers, whether it is doing the full presentation with you being the 2nd set of eyes and ears, or listening while you present and only answering the detailed questions that are referred to us.
May the power of two bring you greater success.
 | Dawn Morgan Vice President, Benefit Indemnity Corporation Phone: 443-275-7419 Email: dawn.morgan@benefitindemnity.co |
